Revenue Operations

• Structure segmentation and clustering of the customer base;
• Define performance, propensity, profitability and risk cohorts;
• Create commercial and financial prioritization models;
• Develop lifecycle strategy for the customer portfolio;
• Identify levers to grow TPV (Total Payment Volume) and receivables cession;
• Define monetization strategies by customer profile;
• Maximize LTV and customer retention;
• Build profitability models by customer and cohort;
• Direct commercial activity priorities;
• Define appropriate offers for each customer profile;
• Build activation, retention and win-back (recovery) campaigns;
• Integrate commercial and financial intelligence;
• Turn transactional data into operational strategy;
• Develop performance indicators for the ecosystem;
• Identify expansion and monetization opportunities;
• Establish an analytical view of the financial value chain.

Portfolio & Revenue Strategy Analyst

• Design, build and maintain integrations and automations across the customer journey, connecting HubSpot with internal and third-party system APIs using Workflows with Custom Code (Node.js/Python), REST APIs, webhooks and object associations;
• Evolve the CRM structure (objects, properties and associations), optimize forms and assets; work with CMS/HubL concepts in HubSpot;
• Orchestrate complex automations and flows using tools such as Zapier (Platform UI/CLI), n8n (self-hosted) and/or Workato (recipes/API recipes), ensuring OAuth 2.0 authentication and resilience via webhooks;
• Develop and operate messaging bots and integrations, such as Blip and the WhatsApp Cloud API, including webhook setup and message template configuration;
• Ensure observability and reliability of integrations by implementing logs, metrics and traces, defining SLOs/SLIs and conducting blameless postmortems;
• Create and maintain up-to-date runbooks and alerts, ensuring traceability and rapid incident response;
• Collaborate in Git repositories, performing code reviews and pull requests within CI/CD pipelines;
• Ensure governance and security of tools by applying least-privilege principles, secrets management and access controls;
• Produce clear technical documentation and well-structured PRs, maintaining a collaborative, inclusive and best-practices-oriented approach.

Senior RevOps Analyst, CRM

• Maintenance, updating and development of dashboards and spreadsheets
• Creation and updating of presentations for strategic meetings
• Data analysis and generation of insights for business areas
• Automations using Zapier, Google Apps Script and other tools
• Data transformations using dbt
• Support in setting targets and measuring results
• Documentation of processes and analyses.

Revenue Operations Analyst – Junior

• Structuring, architecture design, and optimization of complex processes within the CRM, actively collaborating with Marketing, Sales, and Customer Success.
• Act as the primary technical owner for advanced maintenance, standardization, and continuous improvement of HubSpot, ensuring the CRM accurately reflects the company’s business processes.
• Develop and implement custom code (Custom Code) in Python or JavaScript within HubSpot to enable advanced automations, complex business rules, and data integrations.
• Create, optimize, and execute SQL queries for extraction, joins, and in-depth analysis of large volumes of operational and business data.
• Monitor and ensure global data governance, performing regular audits, data cleansing, and rigorous standardization of properties and pipelines.
• Create and maintain complex workflows, critical automation rules, and strategic segmentations to optimize management of the sales funnel and customer success.
• Develop, monitor, and present advanced interactive dashboards and reports (Power BI/Metabase) to support executive decision-making.
• Prepare and deliver training, mentoring, and enablement materials to ensure correct use of the CRM and adherence of teams to RevOps processes.

Senior RevOps Analyst

• Map and implement a revenue attribution model across acquisition channels: organic PLG, paid media, Sales, Partnerships and intragroup LWSA;
• Ensure every generated lead has source tracked, status updated and complete data throughout the entire journey;
• Identify pipeline coverage gaps;
• Structure a unified view of the acquisition funnel;
• Define and standardize funnel stages for each channel (PLG→SLG handoff, Sales inbound, Partnerships);
• Create and maintain funnel dashboards by vertical and consolidated views;
• Identify leak points and propose improvement hypotheses with prioritization logic based on impact;
• Act as the technical interface between the Performance Marketing team and Product/Tech;
• Audit existing tagging coverage and prioritize fixes based on impact to CAC measurement and attribution;
• Document the tagging model as a living operational standard;
• Structure and maintain the CRM as a reliable source of record for Sales and Partnerships teams;
• Support implementation of workflow automations (e.g., PLG→SLG handoff, pipeline notifications, inactivity alerts) in collaboration with stakeholders;
• Produce periodic acquisition performance analyses segmented by channel, segment and time period;
• Build the RevOps metrics framework for the operation: definitions, sources, frequency and owner for each metric.

RevOps Specialist

• Apoiar na construção e manutenção de dashboards de pipeline por BU, vertical, tier e tipo de serviço, consolidando dados do Zoho CRM e demais plataformas do grupo;
• Calcular e monitorar métricas de funil: conversion rate por stage, cycle time, aging de deals e win/loss rate, sinalizando variações e tendências ao gestor;
• Apoiar na construção do forecast semanal e mensal com base em modelos de weighted pipeline e taxas de conversão históricas, mantendo o modelo atualizado no CRM;
• Monitorar a qualidade dos dados no CRM: campos obrigatórios por stage, naming conventions, completude e registros duplicados ou desatualizados;
• Executar rotinas de higienização de dados e apoiar na comunicação com deal owners para enforcement de boas práticas de preenchimento;
• Mapear processos operacionais do time comercial e apoiar a implementação de automações em CRM — regras, workflows e alertas — para reduzir trabalho manual;
• Colaborar na elaboração de reports recorrentes de pipeline review para a liderança comercial e diretoria, garantindo que as informações cheguem com contexto e qualidade.

Estágio em Revenue Operations – RevOps

• Build and maintain Tableau dashboards tracking performance across our partnerships channel and new growth initiatives — serving audiences from country leads to executive leadership.
• Analyze conversion rates, pipeline health, ramp trends, and revenue attainment across programs and segments, surfacing patterns before they become decisions that have already been made.
• Come with a point of view. When a program is underperforming or a trend shifts, bring an interpretation and a recommendation (not just a chart).
• Support quarterly and annual GTM business reviews with structured analysis: cohort breakdowns, market-level benchmarks, and forward-looking indicators.
• Contribute to GTM capacity planning and quota-setting cycles — modeling scenarios, building attainment reports, and stress-testing assumptions before plans are finalized.
• Maintain performance-against-target reporting for growth programs and emerging channels: track attainment, flag outliers early, and ensure data is always reconciled.
• Support variable compensation analysis for relevant programs — running calculations, auditing for accuracy, and partnering with Finance to ensure payouts are correct and timely.
• Build and maintain data structures that support reliable rolling forecasts for new and high-growth segments.
• Use AI tools, including Claude and other frontier models, as active parts of your workflow: automating repetitive reporting tasks, accelerating data synthesis, and building scalable analytical programs that would otherwise require a much larger team.
• Identify RevOps processes that can be operationalized or significantly improved through AI, and take ownership of building those solutions, not just flagging the opportunity.
• Share responsibility for data quality across our revenue stack (HubSpot CRM, Tableau, and financial systems), conducting audits for accuracy, completeness, and consistency.
• Develop enough context on our GTM motion to contribute meaningfully in planning and pipeline review cycles alongside sales leadership, bringing data that drives decisions, not just awareness.

Revenue Operations Analyst

• Define and maintain governance of the company's primary revenue KPIs
• Ensure consistency in metric definitions used across Marketing, Sales, and Customer Success
• Build and maintain executive reports and strategic dashboards in Looker and HubSpot
• Structure recurring revenue performance analyses
• Support leadership in interpreting metrics and growth trends
• Consolidate metrics from different teams into an integrated revenue view
• Document metric definitions and calculation methodologies
• Identify data inconsistencies or discrepancies and work with the Systems team to resolve them
• Assist in prioritizing strategic analyses requested by leadership

Revenue Operations Specialist

• We are looking for a Head of RevOps who will act as the architect of our growth engine.
• You will not be just a tool administrator; you will lead end-to-end predictability and integrity (from Lead to Churn), turning complex data into strategic decisions for the C-level.
• Data reliability: Lead the redesign of the data architecture to ensure performance reports are 100% reliable and available in real time for the executive team.
• Funnel alignment (GTM): Orchestrate the integration between Marketing, Sales (from Mid-Market to large/"whale" accounts) and Customer Success, eliminating silos and optimizing LTV.
• Predictive forecasting: Lead revenue planning, quota setting and territory design based on robust data models.
• Tech stack & AI: Manage and evolve our ecosystem (Salesforce, BI, etc.), with a special focus on implementing Artificial Intelligence solutions to optimize processes.
• Sales & CS enablement: Ensure enablement and training functions deliver professionals ready for high performance from day one.
• Operational optimization: Identify and resolve bottlenecks that impact the sales cycle and retention, applying agile methodologies.
• Stakeholder management: Act as a strategic partner to Product and Finance to ensure the profitability (P&L) of operations.

Head of Revenue Strategy – Operations, RevOps

• Lead the Customer Experience Revenue team and establish a strong weekly operating rhythm
• Run team meetings focused on activity, pipeline, revenue, and performance
• Monitor outbound calls, email follow-ups, and CRM activity
• Hold reps accountable to daily activity targets (including ~40 outbound calls/day)
• Foster a competitive, positive, and performance-driven team environment
• Manage incentives such as contests, SPIFs, and performance tracking
• Coach reps on outbound calls, objection handling, follow-ups, and positioning
• Review CRM activity, notes, and opportunities to identify coaching moments
• Conduct role plays, call reviews, and ongoing performance coaching
• Reinforce a proactive, consultative, revenue-focused sales approach
• Manage a portfolio of high-value and strategic customer opportunities
• Act as a closer on key deals and revenue expansion opportunities
• Partner with customers to increase adoption of services and products
• Identify and drive expansion opportunities (upselling, repeat orders, bundles, campaigns)
• Support enterprise-level accounts and high-growth customer segments
• Ensure new customers are on board and successfully complete first orders
• Identify inactive customers and drive reactivation strategies
• Monitor customer behavior and proactively engage high-intent users
• Build strong customer relationships focused on long-term growth

Customer Experience Revenue Manager – Player-Coach

• Work on revenue enablement projects, supporting Sales and Customer Success teams with processes, tools, and content that increase efficiency and conversions throughout the funnel;
• Contribute to the creation and maintenance of playbooks, training materials, and onboarding flows for commercial teams;
• Develop training tracks and enablement programs aligned with the company’s go-to-market strategies;
• Monitor revenue team performance metrics (win rate, ramp time, sales productivity) and propose data-driven improvements;
• Guide Sales, SDR, and CS teams on the correct use of the commercial tech stack (CRM, automation platforms, engagement tools);
• Resolve process bottlenecks identified between Marketing, Sales, and Customer Success, promoting alignment and operational efficiency;
• Assist in creating and curating sales enablement content such as battle cards, outreach scripts, and use-case materials by segment;
• Support analysis of commercial performance data to inform strategic revenue operations decisions.

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